Description
Book SynopsisAs a result of Brexit, and the subsequent move by companies and organisations from London to continental European capital cities (eg. Amsterdam, Frankfurt, Paris), as well as further globalisation and analysis of referral work, international law firms have made it a strategic priority to expand their capabilities and to enter new markets. They can do so by merging with or taking over a national independent law firm, via lateral hires and/or by the onboarding of teams. Each of these strategies requires a thorough approach and methodology. Strategies for Growth in Law Firms, coordinated by Gerard Tanja and Robert van Beemen of Venturis Consulting, explores some of the crucial elements relating to international growth strategies in the legal sector: law firm mergers, market entries, the onboarding of teams, and the development of international referral strategies. It includes coverage of: •Which strategies international firms pursue with a market entry; •How they identify and assess the (potential) candidate firms; •How they ensure they hire the right teams; and •What national independent boutiques (as popular candidates) take into consideration when merging with an international firm. It provides in-depth insights, practical tools and case studies regarding the methodologies, execution and implementation of growth strategies for law firms, as well as an overview of the developments in the various international legal markets (Europe, Asia, Latin-America) and of the different international growth strategies pursued by international law firms, the Big 4 and alternative legal service providers, including the implementation of these strategies (post-merger integration). This title will be of use to both international law firms and national boutique firms in the US, UK, EU and Asia. It provides valuable guidance for managing directors, business development directors, partners and managers responsible for the development of the international network of law firms, and general counsel will also find it beneficial.
Table of ContentsIntroduction 5 Robert F van Beemen Venturis Consulting Group Part I. Trends and developments in the international market Trends and developments in the international market for legal services 15 Robert C Bata WarwickPlace Legal LLC Leopoldo Hernández Romano KermaPartners Part II. Strategies to realise international growth Market entry strategies in Europe: objectives, challenges, process 41 Gerard J Tanja Venturis Consulting Group International referral strategies 57 Robert F van Beemen Venturis Consulting Group Part III. International and post-merger integration Boosting your growth strategy through effective marketing and business development 75 Steven Ongenaet KermaPartners Prerequisites for profitable revenue growth 97 Stefanie Hoogklimmer Venturis Consulting Group Strategic communication: a major contributor to growth 111 Peter Gerdemann Venturis Consulting Group Purpose, sustainability, culture and leadership: the foundation for growth 129 Rupprecht Graf von Pfeil Venturis Consulting Group Case study 1: CSR as part of the firm’s DNA 150 Case study 2: People and culture 154 Structure, governance and profit distribution: how to align them with a growth strategy 157 Rupprecht Graf von Pfeil Venturis Consulting Group Integration planning in law firms: successes and pitfalls 187 Sabijn Dullaart Wolf Kahles Venturis Consulting Group Towards growth and operational excellency with legal project management 199 Marion Ehmann Venturis Consulting Group Know-how and technology strategies for law firms to defend and grow the business 221 Simon Ahammer legalCube UG, KPMG Law Germany About the authors 243 About Globe Law and Business 249
